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 WebSphere Competitive Top Gun
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| The competition is tough and reducing the price is NOT an acceptable plan for success. Join us at WebSphere Competitive Top Gun and learn the best strategies for beating the competition. This face-to-face class builds on the product basics delivered in IBM TGVL: WebSphere Product Basics and the solution / competitive knowledge built in IBM TGVL: WebSphere Solutions & Competitive Selling. This class is highly-interactive with a minimal use of charts; success in the class will require attendee preparation and 100% participation. Leave the class prepared to engage and beat the competition! |
| WebSphere Competitive Top Gun is a 4 day class. |
| This class is intended for experienced sellers who have a basic knowledge of the WebSphere products, WebSphere Solutions and the competition. |
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- Know the Competitive Strengths, Weaknesses, Tactics and Best IBM Responses to win against competition
- Be able to Handle BPM Connectivity, Open Source and Application Server Competitive Objections
- Be able to Set Your Own Competitive Landmines for Oracle/BEA, Pega, Open Source, TIBCO, SAP and Governance Vendors
- Know how to leverage IBM Resources to maximize your sales efforts and truly utilize Team IBM
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- A basic knowledge of the WebSphere products is required. This knowledge can be acquired in IBM TGVL: WebSphere Product Basics. Knowledge about WebSphere solutions and competitors is required and can be obtained in IBM TGVL: WebSphere Solutions & Competitive Selling. The information from these virtual classes will NOT be repeated in WebSphere Competitive Top Gun.
- Job Role Mastery Level 2 completion is a prerequisite for WebSphere SSRs. Those who are near completion of JRM Level 2 should discuss attendance with your local WebSphere Enablement leader.
- Attendance is with management approval only.
- A documented Competitive Sales Opportunity that you are actively working.
- Competitive Research on the three competitors you compete against most often.
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- Interactive exercises on competing with:
- Oracle
- Pega
- Open Source (JBoss)
- TIBCO
- SAP
- Governance Vendors
- Elevator exercise where you play the role of the competitor
- Cross Selling
- Refining your sales opportunities
- Executive Perspective
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Scheduled classes:
- Oct 6-9, 2009: Prague, Czech Republic
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| Enroll now |
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The following quotes are from students who attended prior WebSphere Competitive Top Gun classes. The pilot of the new class is scheduled for August, 2009.
"Unbelievable class. This is how information on how to sell IBM SW should be delivered." – WebSphere Competitive Sales Specialist ( USA)
"Fabulous. Should be mandatory of all new WebSphere Sales within their first 6 months on the job." – Sales Specialist (UK)
"Outstanding class will have a direct impact on revenue." WebSphere Sales Manager (A/NZ)
"Best class I've taken at IBM. I left with specific action items to close current opportunities. I also gained a greater understanding of the WebSphere portfolio that I believe will assist in finding and developing future opportunities. Everyone in IBM should attend." WebSphere Sales Specialist (USA)
"Class was the most valuable I have ever been to." Software Sales Specialist (Switzerland)
"Excellent! I gained valuable knowledge, not only from a WebSphere product point of view, but also business. Enjoyed thoroughly, many thanks!" Business Partner (Australia)
"I cannot imagine doing my job at full capacity without having undergone this course." WebSphere Sales Specialist (USA)
"This class is the best that I have ever attended. This class helped me to organize all of WebSphere and taught me how to propose this to my customer. And most importantly this class taught me how to beat the competition." – Business Partner (Thailand)
"Best training Ive had in my selling career." WebSphere Sales Specialist (UK)
"It was quite amazing what I've learned in this course. Before the last test I felt so overwhelmed with information that I've astonished myself by easily knowing the answers. The knowledge really seems to be inside me, so that I will be able to use it easily in sales." WebSphere Sales Specialist (Germany)
"Being an SSR I had some concern about attending this course. It was long, difficult (just as explained) and worth every minute of it! This was an outstanding course. Very well done, great presenters and outstanding information. I feel much better and more confident walking into my customers and explaining WebSphere products." CSSR (USA) |
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